Objectives
  1. Recognize negotiation is a key component of 
   most personal and professional interactions. 
  2. Knowledge of the 5 most common 
   negotiation styles. 
  3. Understand personal negotiation styles, how 
   to utilize them effectively, and benefits of 
   mastering more than one style. 
  4. Practice negotiation
      Defining Negotiation
  An interactive communication process that may 
  take place whenever you want something from 
  someone else or they want something from you.
       - Teenager wants the car keys
       - Couple deciding where to go out to dinner
       - Family deciding where to go for vacation
       - You want to change your percent effort
   Who appears more confident?
  Importance of knowing your bargaining style
                 “Everyone has his or her own 
                 negotiating style, and the 
                 worst thing you can do is to 
                 adopt a negotiating 
                 technique that does not feel 
                 comfortable because 
                 credibility, based on an 
                 evident sincerity, is the most 
                 important single asset of a 
                 good negotiator.” 
                  G. Richard Shell, JD
    Bargaining Styles Assessment Tool
   • Take 5 minutes to complete the bargaining 
    styles assessment tool
   • Select 1 statement per pair that most reflects 
    your position, follow your 1st impression
   • Record the letter (A, B, C, D or E) in the box to 
    the right of each pair of statements
   • Tally all of your As, Bs, etc. in the score sheet 
                    nd
    at the bottom of the 2  page